What were the biggest challenges preventing you from moving from Court of the Table to Top of the Table? 

The primary challenges that hindered my transition from Court of the Table to Top of the Table were twofold. First, I lacked clarity regarding my ideal client type and struggled to establish a distinct point of market differentiation. Second, I had no structured accountability system in place to track and achieve measurable business goals.  

What are the most significant changes you made to overcome those difficulties, and how could you tell that the changes were working?  

To address these challenges effectively, I implemented several key changes. Firstly, I enlisted the expertise of a business coach, whose guidance was invaluable in shaping my strategy. Additionally, I sought support and mentorship from a successful MDRT member, gaining crucial insights. I identified my ideal client type, which, in my case, turned out to be medical professionals, and proactively engaged with centers of influence who could introduce me to potential medical clients. I also became more selective in accepting clients who didn't align with my specific target market. 

What should others know about how to follow your example? 

To follow my example, keep a few key principles in mind: 

Opportunity cost: Understand that every "yes" to an opportunity means saying "no" to another. Recognize that time is your most valuable asset; use it judiciously. 

Clarity in targeting: Be crystal clear about the type of client you want to work with. This clarity helps in focused efforts and efficient resource allocation. 

Setting goals: Establish three to four specific and measurable goals to achieve within a 90-day period. These short-term goals keep you on track and accountable. 

Mentorship and coaching: Consider having a mentor or coach who can hold you accountable and offer valuable guidance based on their experience. 

What roadblocks did you encounter during this process? What else had to be adjusted that you didn’t expect? 

Building trust with referring accountants proved to be a significant roadblock, and it took time to overcome this challenge. The breakthrough came when I introduced my mentor to these accountants. He had successfully managed both an accounting and financial planning business, specializing in services for medical professionals. His involvement helped me demonstrate the value of my services through his successful example. Additionally, setting clear expectations for the type of clients I wanted to be referred to was crucial and something I hadn't initially anticipated. 

How did you utilize MDRT to help move to the next level? 

MDRT played a pivotal role in my growth by providing a platform for members to share their invaluable insights and experiences. I benefited greatly from the wisdom and expertise shared by fellow members. 

How long did it take between when you first became a member and when you first reached Top of the Table? How long did it take to go from Court of the Table to Top of the Table? 

It took me five years to achieve Court of the Table and seven years to get to Top of the Table. 

How else have you grown and changed to get to where you are now, and how do you track these changes to measure your performance? What specifically would you advise to other members looking to make the same progress? 

One of the most significant changes I made was shifting my focus from top-line revenue to business profitability. I also emphasized the development of a clear pathway for the growth and development of key staff members. Surrounding myself with the best and brightest individuals was instrumental in my growth. It's crucial to recognize your unique abilities and delegate tasks that aren't your strengths. I track these changes through regular performance assessments, financial metrics and feedback from team members. For others looking to make similar progress, I advise seeking continuous improvement, focusing on profitability, and investing in personal and team development. 

How have you engaged with MDRT during your membership? 

I've actively volunteered for various roles within MDRT. Volunteering has not only allowed me to contribute but has also provided opportunities to connect with remarkable individuals who share innovative ideas. I've forged lifelong friendships through my engagement with MDRT. 

How can MDRT help support members once they reach Top of the Table? 

MDRT offers a thriving community of generous individuals who willingly share their experiences and insights. This support network is invaluable for Top of the Table members. As the saying goes, "A rising tide raises all boats," and MDRT exemplifies this spirit of collective growth and support.